According to Karrass, research indicates that e-mail-based negotiations typically take less time to complete than those conducted face-to-face.
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Q13: A win-lose negotiation approach works best for
Q14: E-negotiators generally ask more questions and tend
Q15: The bargaining zone represents the heart of
Q16: All negotiation settlements must ultimately be judged
Q17: For the effective negotiator, it is acceptable
Q19: All buyer-supplier negotiations are relatively straightforward, only
Q20: Negotiation is a noncritical means to convey
Q21: Negotiation is a relatively simple process and
Q22: Referent power is most successful in negotiation
Q23: Use of electronic media such as e-mail,
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